Federal Account Executive

Our Purpose At Fiddler, we understand the implications of AI and the impact that it has on human lives. Our company was born with the mission of building trust into AI. The rise of Generative AI and Agents has unlocked generalized intelligence but also widened the risk aperture and made it harder to ensure that AI applications are working well. Fiddler enables organizations to get ahead of these issues by helping deploy trustworthy, and transparent AI solutions. Fiddler partners with AI-first organizations to help build a long-term framework for responsible AI practices, which, in turn, builds trust with their user base. AI Engineers, Data Science, and business teams use Fiddler AI to monitor, evaluate, secure, analyze, and improve their AI solutions to drive better outcomes. Our platform enables engineering teams and business stakeholders alike to understand the "what", “why”, and "how" behind AI outcomes. Our Founders Fiddler AI is founded by Krishna Gade (engineering leader at Facebook, Pinterest, Twitter, and Microsoft) and Amit Paka (product leader at Microsoft, Samsung, Paypal and two-time founder). We are backed by Insight Partners, Lightspeed Venture Partners, and Lux Capital. Why Join Us Our team is motivated to help build trust into AI to enable society harness the power of AI. Joining us means you get to make an impact by ensuring that AI applications at production scale across industries have operational transparency and security. We are an early-stage startup and have a rapidly growing team of intelligent and empathetic doers, thinkers, creators, builders, and everyone in between. The AI and ML industry has a rapid pace of innovation and the learning opportunities here are monumental. This is your chance to be a trailblazer. Fiddler is recognized as a pioneer in the field of AI Observability and has received numerous accolades, including: 2022 a16z Data50 list, 2021 CB Insights AI 100 most promising startups, 2020 WEF Technology Pioneer, 2020 Forbes AI 50 most promising startups of 2020, and a 2019 Gartner Cool Vendor in Enterprise AI Governance and Ethical Response. By joining our brilliant (at least we think so) team, you will help pave the way in the AI Observability space. 👩🏽‍🚀 THE MISSION: A Federal & SLED Account Executive, owns and drives Fiddler’s growth across the U.S. Federal Government agencies as well as State, Local, and Education customers. Shaping strategic engagements, navigating complex procurement and compliance environments, and positions Fiddler as the trusted AI observability and governance platform for mission-critical use cases. 🪐 ABOUT THE TEAM: Our GTM team is a distributed, high-performance group that thrives on collaboration, rigorous deal strategy, and shared wins. We balance deep pipeline reviews and capture planning with a culture that values curiosity, learning, and mutual support. As our Federal practice grows, you’ll play a key role in shaping the playbook, partnerships, and long-term strategy. 🚀 WHAT YOU’LL DO: This role requires a strong understanding of government buying motions, compliance frameworks, and long sales cycles, paired with the ability to translate complex AI capabilities into clear mission, risk, and compliance outcomes. - Own and grow Fiddler’s Federal and SLED territory, driving net-new revenue across civilian, defense, intelligence, and state/local agencies - Prospect into and build relationships with key government stakeholders, including technical leaders, compliance officers, program managers, contracting officers, and executive sponsors - Navigate complex public-sector sales cycles, including RFPs, RFIs, SBIR/STTR, IDIQs, BPAs, task orders, and sole-source pathways - Partner closely with systems integrators, resellers, and cloud providers to drive joint pipeline and influence deals - Clearly articulate Fiddler’s value in the context of AI risk, compliance, transparency, and operational readiness - Position Fiddler against competitive alternatives in hi...